books about: salespeople
MKTG 7 (with CourseMate with Career Transitions Printed Access Card)
Charles W. Lamb
Joe F. Hair
Created through a "student-tested, faculty-approved" review process with direct input from students and faculty, MKTG7 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. MKTG7 employs up-to-date, relevant examples from a wide range of independent upstarts and larger companies students love. MKTG7 also offers a dynamic range of web-based review and testing products to ...
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact ...
The Business of Belief: How the World's Best Marketers, Designers, Salespeople, Coaches, Fundraisers, ...
CreateSpace Independent Publishing Platform, 2013
"This is a short book. But I hope it takes you, like me, a long time to read it. The Business of Belief earns the word 'profound'—every sentence should be savored." — Tom Peters "Is this about marketing, life, spirituality, history, change or sales? Yes. A little book with a big idea." — Seth Godin , author of The Icarus Deception In this thought-provoking and entertaining book, Tom Asacker, author of Sandbox Wisdom and A ...
To Sell Is Human: The Surprising Truth About Moving Others
Daniel H. Pink
#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn ...
First, Break All the Rules: What the World's Greatest Managers Do Differently
Simon & Schuster
The greatest managers in the world seem to have little in common. They differ in sex, age, and race. They employ vastly different styles and focus on different goals. Yet despite their differences, great managers share one common trait: They do not hesitate to break virtually every rule held sacred by conventional wisdom. They do not believe that, with enough training, a person can achieve anything he sets his mind to. They do not try to help ...
Selling 101: What Every Successful Sales Professional Needs to Know
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking ...
Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence . Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. ...
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, ...
Little Red Book of Selling: 12.5 Principles of Sales Greatness
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment—and the rest of their lives.
Secrets of Closing the Sale
Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to: o project warmth, enthusiasm, and integrity o effectively use 100 creative closes o increase productivity and professionalism o overcome the five basic reasons people will not buy o deal respectfully with challenging ...
Marketing Metrics: The Definitive Guide to Measuring Marketing Performance (2nd Edition)
Paul W. Farris
Neil T. Bendle
Pearson Prentice Hall
Marketing Metrics: The Definitive Guide to Measuring Marketing Performance, Second Edition, is the definitive guide to today’s most valuable marketing metrics. In this thoroughly updated and significantly expanded book, four leading marketing researchers show exactly how to choose the right metrics for every challenge and expand their treatment of social marketing, web metrics, and brand equity. They also give readers new systems for ...
Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
People in all kinds of jobs, in big and small companies career builders, sales people, and aspiring executives will love this edgy, practical, and fun book In the spirit, style, and format of the bestselling Little Red Book of Selling, the country's #1 sales trainer, Jeffrey Gitomer, offers a fresh take on networking and connecting your way to success. The Little Black Book of Connections is based on the power of give value first. It's about how ...
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this ...
Shark Tales: How I Turned $1,000 into a Billion Dollar Business
The inspiring true story of Shark Tank star Barbara Corcoran--and her best advice for anyone starting a business. After failing at twenty-two jobs, Barbara Corcoran borrowed $1,000 from a boyfriend, quit her job as a diner waitress, and started a tiny real estate office in New York City. Using the unconventional lessons she learned from her homemaker mom, she gradually built it into a $6 billion dollar business. Now Barbara's even more ...
Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of ...
GROW REVENUE BY 300% OR MORE AND MAKE IT PREDICTABLE... "Alexander Graham Bell discovered the telephone, Thomas Edison discovered electricity and Aaron Ross discovered the Enterprise Market for Salesforce.com." SHELLY DAVENPORT - VP Worldwide Sales at Replicon & ex-VP Corporate Sales at Salesforce.com Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost ...
Selling to Big Companies
Struggling to Get Your Foot in the Door of Big Companies? Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate ...
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Strategies and tools that guarantee big-ticket sales! Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and ...
Zig Ziglar's Secrets of Closing the Sale
Doctors, housewives, ministers, parents, teachers … everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say "Yes, I will!" Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods: Over 100 successful closings for every kind of persuasion Over 700 questions that ...
Cold Calling Techniques: That Really Work
Follow the advice of Stephan Schiffman—America's #1 Corproate Sales Trainer—and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!) , provides you with all of the right tools for turning prospects into meetings, and meetings into big sales. This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and ...
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching . Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople’s performance. They act as Chief Problem ...
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